Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 14

Sales objections are defined as opposition or resistance from the buyer. To make SALE 6
SALE 6 of 7 Chapter 12
1. List three objections a buyer might give you. See examples of various types of objections on pages 362-371. Make certain you use objections that relate to your product. Do not use general objections, such as "I do not like it." The objection should be specific, such as "I do not like the color."
Objection 1:
Objection 2:
Objection 3:
2. Select a different technique for handling each of the above objections. Write the technique's name below. See pages 362-371.
Technique 1: ____________________________________________
Technique 2: ____________________________________________
Technique 3: ____________________________________________
3. Write the buyer-seller dialogue for each objection. State the buyer's objection and then your response to it. Each time you respond to an objection use a trial close (see pages 363-374) to determine if you have overcome the objection or correctly answered the buyer's concern or question. After your trial close, label it using parentheses (Trial Close).
Buyer's objection 1:
Your response:
Buyer's objection 2:
Your response:
Buyer's objection 3:
Your response:
Role play the buyer giving you the above objections and your responses. If possible, use a tape recorder to play back the dialogue. Does what you say sound natural and conversational to you If not, adjust it. If it does, go with it.